SBI Growth

OCTOBER 19, 2022

According to SBI CEO Mike Hoffman, “leaders understand that completely abandoning recession contingencies is the wrong call. Instead, they're adapting the plans to reflect the uncertain market.” Hoffman explains that “The timing of the economic turnaround, which coincided with reaching the year's halfway point, suggests CEOs realized it was time to make decisions, reinvest and move ahead.

Marketing 156

Marketing Revenue Strategy 156

SBI Growth

AUGUST 31, 2022

SBI research and Growth Forum discussions indicate that CEOs and their leadership teams tend to hedge their bets during uncertain times. But we have seen from high-performing companies that they take a focused approach to value creation. To do this effectively, assessing the conditions in a systematic way and knowing where to focus efforts is critical.

Research 156

Research Company 156

SBI Growth

JUNE 1, 2022

Last week, SBI held an executive roundtable meeting for commercial leaders with the goal of unpacking Marketing and Sales interlock for revenue growth. The group combined leaders mostly from private equity backed companies in software, technology, SaaS, and business services.

Marketing 207

Marketing Software Software Groups 207

SBI Growth

MARCH 16, 2022

As commercial leaders are being pushed to grow at unprecedented rates, recent SBI research suggests that 57% of their highest-performing sellers are pursuing other opportunities. While neither sales processes nor SalesTech impacted sellers’ intent-to-stay in this same study, the tools a team uses can have a direct impact on a seller's pipeline volume, their sense of territory fairness, and their satisfaction with professional development — the three areas with the greatest impact on seller reten

Territories 312

Territories Retention Intent Study 312

SBI Growth

JUNE 9, 2021

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

Compensation 374

Compensation Revenue Sales Retention 374

SBI Growth

MAY 22, 2021

Being a CEO during a large Go-to-Market transformation is difficult, and with multiple acquisitions, this adds further complexity, such as: High Customer Acquisition Costs Low Employee Morale Inaccurate Fact Base And more. On today’s show, Steve Smith, CEO of Zayo, joins us to discuss how.

Ideal Customer Profile 267

Ideal Customer Profile Marketing Customer SalesForce 267

SBI Growth

FEBRUARY 2, 2021

Sales leaders are all inundated with a significant amount of data. The ability to draw insights from data (and act on these insights) is a key capability that separates winners from losers. Working with sales leaders across a wide range of.

ACT 149

ACT How To Data Sales 149

SBI Growth

FEBRUARY 1, 2021

One of the main differences this past year was the emphasis on digital strategies geared towards getting closer to the customer rather than traditional cost-cutting. The impact of this is profound, and in industries where getting closer to the customer.

Revenue 334

Revenue Industry Strategy Customer 334

SBI Growth

DECEMBER 21, 2020

The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where.

Customer 380

Customer Positioning Research Revenue 380

SBI Growth

NOVEMBER 12, 2020

While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.

Face-to-face 344

Face-to-face How To Up-Sell Buyer 344

SBI Growth

SEPTEMBER 15, 2020

Most CEOs state that Customer Experience is a differentiator for competitive advantage. If perfected, it becomes difficult for the competition to fast follow. In addition, most leaders see a direct correlation with driving growth, profit, and valuation. Product and operational.

Customer 272

Customer Leads Marketing Qualified Lead Marketing 272

SBI Growth

AUGUST 20, 2020

If you’re like most Sales Leaders we’ve worked with, you’re glad the first half is behind us. You are also trying to figure out how to make up lost ground. We’ve found the two most effective ways to recover from.

Revenue 386

Revenue Sales How To Channels 386

SBI Growth

JULY 28, 2020

As a native marketer, I’ve only been on the same wavelength with the sales team at one company and was always surprised (not so much anymore) about how marketing and sales teams do not get along well. Does the following sound.

Marketing 275

Marketing Top of Funnel Account Based Marketing Sales 275

SBI Growth

JULY 28, 2020

As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.

Prospecting 234

Prospecting Ideal Customer Profile Top of Funnel Sales 234

SBI Growth

JULY 8, 2020

Coulda, shouda, woulda. Often, sales teams whiff at deals that should have never been lost in hindsight. How does this happen? The data was bad. I didn’t know XYZ about this account/contact. I missed the trigger event. The dots were never connected. Revenue operations frequently.

Data 234

Data Strategy Revenue Account 234

SBI Growth

JUNE 18, 2020

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity.

Revenue 207

Revenue Marketing Leads Marketing Qualified Lead 207

SBI Growth

JUNE 1, 2020

Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.

Customer 299

Customer Channels Company Strategy 299

SBI Growth

MAY 30, 2020

Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in.

Customer 229

Customer How To Channels Revenue 229

SBI Growth

APRIL 21, 2020

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.

Channels 254

Channels Company Sales Telecommunications 254

SBI Growth

APRIL 20, 2020

Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of.

Webinar Metrics 298

Webinar Metrics Territories Forecasting Meeting 298

SBI Growth

APRIL 3, 2020

With Q1 coming to an end, there is no doubt COVID-19 has changed how CEOs are viewing 2020. For many, forecasts have been drastically reduced, Reduction in Forces have been executed, and there is a feeling of uncertainty as to.

Revenue 240

Revenue Forecasting Account Based Marketing Campaigns 240

SBI Growth

APRIL 3, 2020

Your original 2020 marketing plan is now obsolete, and you’ve been asked to adjust budget allocation. You might be asking yourself: where can I rationalize my efforts and resources to drive the most revenue?

Account Based Marketing 212

Account Based Marketing Revenue Resources Marketing 212

SBI Growth

APRIL 2, 2020

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

Strategy 292

Strategy Marketing Top of Funnel Demand Generation Targets 292

SBI Growth

MARCH 18, 2020

March 17, 2020 | Dallas, TX – At SBI, we have always had one mission in life—our brand promise to Make Your Number. Throughout the past 14 years, we have been able to do this in 3 different dimensions. Sometimes we.

Webinar Metrics 29

Webinar Metrics LinkedIn Revenue B2B 29

SBI Growth

MARCH 17, 2020

With the uncertainty of CoVid-19 looming over your market and your customers’ markets, are you finding your already taxed forecasting processes are reaching their breaking point or leaving you with more questions than answers?

Forecasting 305

Forecasting How To Marketing Customer 305

SBI Growth

MARCH 3, 2020

Go-to-Market success requires leadership and input from a multitude of functions within a company. Senior leadership provides strategic guidance. Sales management has the pulse of the customer and prospect. Marketing executives understand market trends. Finance heads determine where to make.

Trends 218

Trends Marketing Sales Management Customer 218

SBI Growth

FEBRUARY 7, 2020

Before the 2008 recession, Intel pushed out rivals by keeping its product cycles tight. With a philosophy that innovation would move the market in its favor, Intel devoted itself to delivering the fastest and latest technologies. Being ahead of the.

Marketing 246

Marketing Case Study Study Software 246

SBI Growth

JANUARY 24, 2020

Benjamin Franklin once said, “By failing to prepare, you are preparing to fail.” In a survey of 226 economists published by the National Association for Business Economics in August 2019, 72% of the respondents said they believe the U.S. will.

Account 227

Account Survey Oracle Research 227

SBI Growth

JANUARY 9, 2020

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

Oracle 215

Oracle Real Estate Opportunity Revenue 215

SBI Growth

DECEMBER 27, 2019

Sales Kickoffs are right around the corner. It’s the culmination of months of strategic planning and the catalyst for next year’s revenue growth plan. It’s a tremendous opportunity to align your commercial organization and energize reps about this year’s new.

Revenue 156

Revenue Opportunity Research Report 156

SBI Growth

DECEMBER 13, 2019

We all know the typical schedule and flow of these events. A recap of last year’s performance. Product leaders talking through future product launches that reps cannot sell yet. A guest speaker to drive excitement into the team for the.

Revenue 177

Revenue Research Report Sales Operations 177

SBI Growth

DECEMBER 2, 2019

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.

Sales Operations 257

Sales Operations Account Data Tools 257

SBI Growth

NOVEMBER 5, 2019

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

Buyer Persona 196

Buyer Persona Buyer Sales Enablement Training 196

SBI Growth

OCTOBER 8, 2019

Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” In his article, he shares why implementing different, and numerous types of listening paths are.

Marketing 207

Marketing Top of Funnel Customer Sales 207

SBI Growth

SEPTEMBER 18, 2019

Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.

How To 254

How To Hiring Sales Travel 254

SBI Growth

SEPTEMBER 17, 2019

Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.

Customer 191

Customer Prospecting Company Retention 191

SBI Growth

SEPTEMBER 8, 2019

Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate. You.

Lead Rank 268

Lead Rank Marketing Qualified Lead Top of Funnel Funnel 268